Key Account Manager (Hospital Pharma Accounts)

About Nestlé Health Science Nestlé Health Science is a leader in the science of nutrition, committed to redefining the management of health.  We offer an extensive portfolio of science-based consumer care, medical nutrition and pharmaceutical therapies.  Headquartered in Switzerland, we have more than 12,000 employees around the world, with products available in more than 140 countries. We see opportunities to improve health through nutrition everywhere. Our expertise areas of active lifestyle nutrition, including vitamins, minerals, herbals and supplements (VMHS), medical nutrition, and pharmaceutical solutions, are rooted in science and cover every facet of health: prevention, maintenance, and treatment. We are redefining the way consumers and healthcare professionals approach the management of health. With a focus on areas including food allergies, metabolic health, gastrointestinal health, healthy aging, and adult acute care, we leverage our extensive research and development networks to unlock the power of nutrition. The wide range of solutions we offer across the spectrum of life has one common denominator: science-based products that help people live their best lives.

Nestlé Health Science

Empowering healthier lives through nutrition

consumer caremedical nutritionnutritional therapiesdrugsgut healthbrain healthmetabolic healthhealthy agingacute careobesity

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nestlehealthscience.com

10,001+ employees

Food and Beverage Manufacturing

Vers-chez-les-Blanc, Vaud

Public Company

315k LinkedIn followers

• The Key Account Manager (Hospital/Pharma) will be responsible for the Sales performance, protocol development and contracting within Key Accounts of the assigned geographic territory through successful execution of Marketing strategies. The role is responsible for developing business plans to grow business through building relationships with key decision makers and influencers including big hospital systems, clinics and specialty pharmacies.
• The Key Account Manager will also be responsible for focused customer engagement and sales presentations to specific targets to support to expand the GI Pharma platform. This will be executed through carefully defined messaging strategy, call sequence, leveraging business and value solutions based on evidence and outcome data. This role will also work with appropriate IDN Hospital personnel in regards to transition of care and discharge protocols.
• Territory Location: This territory includes all of the New England Region including Massachusetts (including Boston), New Hampshire, Vermont, Massachusetts, Rhode Island and Maine.
• Account development and planning through identification of individual account business model and process, including key decision makers, influencers, and protocol; with focus on patient discharge and transition of care process.
• Focus on driving growth among Hospital accounts, GI/Critical Care target and new accounts; Must meet/exceed sales and profit objectives in assigned accounts and territory.
• Educate targeted healthcare providers on the benefits of a novel GI therapy (Vowst) within assigned territory.
• Develop/assess hospital account protocols, infectious disease and GI healthcare environment, and appropriately create and execute the account management and selling process in a manner that is concise, compliant, professional and persuasive; and which addresses a need and leads the customer to action.
• Develop and communicate deep scientific understanding of GI disorders, assigned, and competitive products within the GI marketplace.
• Cultivate and maintain long-term business relationships with key accounts and key opinion leaders within the GI community.
• Develop and implement a territory specific business plan and utilize all available resources to foster a successful sales environment.
• Effectively convey complex clinical and reimbursement product information to key stakeholders in a highly competitive marketplace.
• Execute a customer-centric needs-based selling approach with targeted Healthcare Providers and accounts.
• Utilize the sales reporting systems on a regular basis for call preparation, to record and track sales activity and to gather market intelligence data.
• Organize meetings and deliver content to health care professionals on the topic of GI and nutrition aligned with tangible account objects and metrics as defined by the customer.
• Conduct promotional programs for professional audiences and attend local, regional and national meetings as directed.
• Collaboratively working with internal and external partners in making introductions and connecting to hospital personnel.

• Bachelor’s degree required; Advanced degree in Nursing, Dietetics, MBA or Pharm.D. is highly preferred.
• 6-7+ years of Pharma Sales experience with demonstrated success of selling Specialty Medical products into Hospitals (Medical Device, Infectious Disease, Rare Disease or GI) required.
• Demonstrated fluency in MS Office (Word/Excel/Outlook/PowerPoint) is required.
• Must have excellent communication (oral and written), presentation, organizational and stakeholder management skills (including the ability to develop and maintain strong, cross-functional stakeholder relationships).
• Willing and able to work under pressure to meet tight deadlines with minimal supervision.
• Must have current or prior strategic account planning, strong business acumen, as well as strong financial and analytical skills.
• Knowledge of value-based selling and experience with negotiating, clinical influence and account penetration/call planning is required.
• Must be able to work through change management and must be agile.
• Ability to meet or exceed Sales targets and to be data-driven is a must.
• Current or prior experience with data systems such as Power BI, Salesforce, Circana and/or other systems is preferred.
• Willing and able to travel at least 50% or more based on the needs of the team, territory clients or the business required.

• The pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to knowledge, skills and abilities as well as geographic location. It is not typical for an individual to be hired at top of range.
• Nestlé offers performance-based incentives and a competitive total rewards package, which includes a 401k with company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefit packages may vary depending on the position. Learn more at https://www.nestlejobs.com/nestle-in-the-us-benefits
• It is our business imperative to remain a very inclusive workplace.
• To our veterans and separated service members, you're at the forefront of our minds as we recruit top talent to join Nestlé. The skills you've gained while serving our country, such as flexibility, agility, and leadership, are much like the skills that will make you successful in this role. In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities. Nestlé seeks such skilled and qualified individuals to share our mission where you’ll join a cohort of others who have chosen to call Nestlé home.